2020

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How to Set Sales Targets in Uncertain Times

Engage Selling

Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.

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How to Lead a Digital-Oriented Sales Strategy

SBI Growth

At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.

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4 Types of Questions to Uncover Customers’ Most Pressing Needs

Miller Heiman Group

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers. They see sellers as product representatives rather than problem-solvers, and often see little to differentiate one seller from another.

Suppliers 154
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All the things marketers can (and should) be doing with a CRM

Nutshell

Although typically perceived as software for salespeople, CRMs are the secret sauce behind most successful marketing initiatives. A CRM is an integral piece of software for marketers and salespeople. Powerful and versatile, CRMs are used to manage every aspect of the sales pipeline , from signing up newsletter subscribers to nurturing longtime customers, and literally everything in between.

CRM 155
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2024, The Year of the Customer

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

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How To Deal With Your Competition When In A Sales Meeting

MTD Sales Training

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Whether it’s the price you are charging or their needs to get different quotes, or many other reasons, it can be quite deflating when the competition is brought up in the sales meeting. Should you try to by-pass the issue?

Meetings 150
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4 Things That Will Impact Your Sales Growth in 2020

The Center for Sales Strategy

Of all the decisions and executive makes, none is as important as the decisions about people, because they determine the performance capacity of the organization." - Peter Drucker. The new year is 1/12 complete, and January is old news. How is your organization doing so far? Are you on track to exceed your growth goals for 2020? Are you lagging behind?

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What Is Sales Transformation?

Hubspot Sales

Business growth often comes from internal changes. While these changes are positive and aid in business development, internal teams can sometimes struggle to adapt to new strategies after years of the same processes. As a sales leader, you know how important it is for your sales teams to be ready and adapt to change as it comes. This is especially important since sales performance is often a critical factor in determining how businesses can grow since revenue gives them the means to expand.

Sales 144
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Google Data Studio Examples: These 5 Reports Save Me a Full Day of Work Every Month

Groove HQ

KPI reports used to take me 2 hours a week to prepare. Now I do it in 5 minutes. These Google Data Studio examples will show you how. Not long ago, we had a manual, spreadsheet-based KPI reporting process. Every week, I would manually review numerous tabs across a couple of Google Sheets files, compile […]. The post Google Data Studio Examples: These 5 Reports Save Me a Full Day of Work Every Month appeared first on Groove Blog.

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4 Hacks for SaaS Businesses: How to Boost Your Sales

Nimble Business Success

Do you dream about turning your tiny SaaS business into a mega-brand? I hate to burst your bubble, but you need funds to do that – funds that come from sales. But, increasing sales is not an easy task, especially for SaaS brands. Why so? SaaS sales reps face two main hurdles, according to a […]. The post 4 Hacks for SaaS Businesses: How to Boost Your Sales appeared first on Nimble Blog.

Sales 140
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8 ways to use pop-ups to generate more sales

PandaDoc

When most people think of pop-ups, they think of unrelated advertisements that appear while they’re in the middle of reading something. But that’s not all they can be! Used effectively, they can be a great way to generate more sales and draw your customers in. But how can you use them effectively? Here are a few initial tips. Place them in context. Pop-ups should always relate to the page on which they appear.

Sales 140
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Honing Your Remote Selling Abilities

Engage Selling

Has your team started honing their remote selling abilities? That is, are you and your sales team prepared for the inevitable “virtualization” of sales that was already well underway prior to the pandemic?

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4 Ways Inside Sales Can Enhance Customer Experience

SBI Growth

Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.

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How to scale sales enablement and be more effective amid restricted resources

Showpad

How do you scale sales enablement? And what’s your role as an executive? Welcome to the fourth post of this blog series for executives, where I will take you on a scalability journey. We already covered a lot of ground in this series, and I only mention it here because these previous blog posts are an important foundation for our scalability discussion today.

Sales 140
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How to run a SaaS marketing campaign effectively

Nutshell

Have you ever stumbled on a SaaS website and you literally have no clue why you’re there and what they do? You look everywhere on the website—I’m talking header, tag line, features—and you just don’t get it. With over a hundred and one different things that could kill your cloud software business, poor marketing is the slow poison that can put it to sleep for good.

Marketing 142
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Marketing Visuals: Can Your Audience See the Difference?

Corporate Visions

Your audience is looking at your content to inform their buying decisions. But how will they remember your message if it looks the same as most other content they see? The post Marketing Visuals: Can Your Audience See the Difference? appeared first on Corporate Visions.

Marketing 134
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How to Succeed at Sandler Rule #31 – Close the Sale or Close the File

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #31 – Close the Sale or Close the File appeared first on Sandler Training.

Sales 126
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Fill Your Pipeline in 4 Easy Steps

RAIN Group

To succeed in sales, you need a steady stream of new opportunities entering the pipeline, whether it's with new clients or existing accounts. That's not as easy as it used to be, given that people are now working, buying, and selling virtually, and many organic opportunities to create sales opportunities have disappeared.

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16 Technology Trends Shaping eCommerce in 2020

Hubspot Sales

If the first few months of 2020 have taught us anything, it’s that uncertain times can call for quick pivots to sales and marketing plans. Businesses have had to evolve quickly with trade shows, events, and in-person sales meetings being canceled for the foreseeable future, likely throwing a wrench in many 2020 sales and marketing strategies. But even as we are navigating our new normal, there is one place that is experiencing an incredible boom in traffic: eCommerce websites.

eCommerce 145
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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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16 Advanced Zoom Tips for Better Video Meetings

Groove HQ

As a 100% remote company, we rely on Zoom to communicate with our global team. Today, we’re sharing our favorite Zoom tips and tricks to help newly-remote teams get up to speed on video conferencing. We build customer support software here at Groove. We provide an inbox for customer service email collaboration, a knowledge base […]. The post 16 Advanced Zoom Tips for Better Video Meetings appeared first on Groove Blog.

Meetings 143
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Choosing the Best Content to Share on Social Media: 4 Tips for Businesses

Outbound Engine

Whether you’re posting to Facebook, Instagram or LinkedIn, the content you share on social media can make or break the way your brand is perceived. Do you have a process for selecting your content to share on social media? There’s more to sourcing content than just randomly posting links or retweeting articles. You have to determine which content is appropriate for your audience, brand, and chosen social networks.

Media 124
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The differences between electronic and digital signatures

PandaDoc

In today’s digital world, the signing process for a paper document is time-consuming, wasteful, and, quite frankly, unnecessary. So, it makes sense that with the rise in popularity of the electronic document, electronic signatures have become the new standard for brick-and-mortar and remote businesses alike. They’re more convenient for the signer, paperless, and perfectly suited for any business that is conducted remotely.

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Selling in Tomorrow’s Landscape

Engage Selling

The world has changed and sales has changed. Throughout the past several months, since the dawn of the pandemic, I’ve shared countless resources, ideas, and tips on succeeding in this new landscape.

Sales 161
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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

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Proper 2021 Planning Will Require a New Level of Focus

SBI Growth

No more bets, please. Have you ever been at a roulette table next to the person who bets on nearly every number? They practically cover the board betting the majority of the 38 numbers, 0 & 00 included, not realizing.

B2B 165
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Why executives must lead the change management of sales enablement

Showpad

Welcome to the third post of this blog series for executives. In this edition, I’ll be discussing why you as an executive in a sales, marketing or CX leadership role play a mission-critical part when it comes to making sales enablement successful in your organization. . One aspect of making enablement successful is how it is designed and set up.

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Reasons to be Thankful Despite the 2020 Madness

Nimble Business Success

This has no doubt been one of the most difficult years for many people and businesses. I’m sure I’m not the only one suffering from COVID PTSD, and we’re not out of the woods yet. With so much uncertainty in the world, we wanted to take a moment to reflect on what this year has […]. The post Reasons to be Thankful Despite the 2020 Madness appeared first on Nimble Blog.

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Why is Most B2B Marketing So Forgettable?

Corporate Visions

The post Why is Most B2B Marketing So Forgettable? by Leslie Talbot appeared first on Corporate Visions. Every marketer wants to make an impact. Today, with 80 percent of the sales cycle happening in digital or remote settings, you’ve never had a greater opportunity to directly influence buying decisions. And the number one factor driving those buying decisions?

B2B 134
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The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

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How to Succeed at Selling More by Listening More

Sandler Training

Mike Montague interviews Dr. Mark Goulston, podcaster, speaker, and author of Just Listen, on How to Succeed at Selling More by Listening More. The post How to Succeed at Selling More by Listening More appeared first on Sandler Training.

Sales 124
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What the Best Sales Negotiators Do Differently

RAIN Group

Sales negotiation is a critical part of the sales process. It moves the deal to a close, and it's where both parties come to agree on the terms of the initiative, including the price. However, many sellers and organizations struggle with negotiating successfully. Seventy-seven percent of sellers report that negotiating with buyers virtually is challenging, and only 27% of buyers say that sellers are very effective at negotiating with them (from our Virtual Selling Skills & Challenges report)

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It's Time to Move From 'Always Be Closing' to This New Sales Mantra

Hubspot Sales

One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. Alec Baldwin’s character, Blake, is the epitome of the high-powered, low-empathy, money-driven salesperson, and gets what he wants through fear, intimidation, and profanity-laced speeches. After threatening and terrorizing a group of salesmen (no women allowed in this boiler room), Blake gets to his point – salespeople should "ABC": Always Be Closing.

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10 Growth Opportunities Hiding in Your Customer Support Software

Groove HQ

Learn how to use your customer support software as a catalyst for growth. The post 10 Growth Opportunities Hiding in Your Customer Support Software appeared first on Groove Blog.

Software 140
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The Essential Guide to the Buying Experience of the Future

Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver.